Account Executive - Higher EducationSciQuest

THIS JOB HAS EXPIRED

Overview:
SciQuest, a leading global provider of a web-based, modular suite of e-Procurement, supplier management, and materials management solutions is seeking an experienced professional Sales Executive.

We are currently seeking to hire an accomplished sales professional, to assist in continuing to build our Higher Education business. Knowledge of enterprise software and SCM desired, however the most critical criteria is a tenacious approach to new sales efforts in targeted accounts. A consistent proven track record of performance is required. True comprehension and ability to navigate and penetrate complex enterprise sales environments is required. Experience in supply-chain and/or past software sales experience in the following areas including, Sourcing, Reverse Auctions, Order Management/Procurement, Finance, Contracts and Supplier Performance is strongly preferred.

The ideal candidate provides accurate information to the Sales Management team and collaboratively structures and sells competitive, tailored solutions. This individual must be an independent, autonomous and creative performer. They must also be a team player who can successfully partner with the pre-sales support function. This position is for focused individuals who thrive in an environment of change and who have demonstrated a highly successful sales track record, this position provides high visibility, and extraordinary rewards.
Principal Responsibilities:
Sales Management
The Account Executive (AE) will be responsible to manage their territory to improve pipeline and business volumes. This is done by:
Effectively identifying, qualifying and tracking leads;
Making timely decisions about which opportunities SciQuest will pursue;
Ensuring that appropriate resources are allocated to drive and support sales. When required, work with the appropriate support personnel to oversee the sales process for specific opportunities;
Establish an overall territory plan and articulate discrete actions required to win new business. The AE will manage and coordinate every aspect of specific sales opportunities?from the time that SciQuest decides to pursue an opportunity until a contract is signed;
Must be capable of driving and closing a sale, writing proposals, and negotiating contracts.
Business Volumes ? Pipeline/Quota
AE is required to generate a solid pipeline and to sell within the prescribed performance period.
Opportunity Tracking / SFDC
AE is required to enter all sales activity into Salesforce.com (SFDC)
As SciQuest qualifies an opportunity and pursues it through its lifecycle, the AE must systematically create updates to the opportunity record and reflect current information regarding sales stage, key dates, deal size, and so on.
Solution Development
AE will contribute to the development of solutions being proposed for prospects. As SciQuest develops the solution for an AE?s account, the AE is to clearly answer key questions that explain the value proposition, pricing, and competition in the sale.
Position Requirements:
Requirements:
A minimum of 5 years of demonstrable success selling complex software solutions.
An undergraduate degree in Marketing, Business, Information Technology preferred.
Experience selling in the Higher Education Business preferred.
An understanding of ERP offerings and procurement solutions and technology.
Proficiency in the sales processes and account/territory planning.
Proficiency in solution selling running complex sales cycles.
Ability to take ownership of all facets of the sales process.
Proven ability to build and deliver credible business value propositions at all of the multiple levels (ex. CFO; VP of Supply Chain)
Strong presentation and writing skills.
Working Conditions/Physical Demands:
Over 50% travel